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Avoid Mistakes, Take Action, Overcome Resistance

Written by: Dave Kurlan

Article Overview: Works great in sales too. Your salespeople would have more success changing the minds of their prospects if they weren't so busy denying them of their opinions, trying to push facts and features, benefits and value propositions, and proof and examples down their throats.

Avoid Mistakes, Take Action, Overcome Resistance

The Forbes Success Calendar for July 30, 2009 had the following quote: "More people would learn from their mistakes if they weren't so busy denying that they made them." Anonymous

Great quote.

Works great in sales too. Your salespeople would have more success changing the minds of their prospects if they weren't so busy denying them of their opinions, trying to push facts and features, benefits and value propositions, and proof and examples down their throats. You don't change people's minds by using logic on them. You change people's minds by eliminating their resistance instead of increasing it. Resistance is the Enemy! You can read more by reading my recent article on Resistance.

Two days earlier, on July 28, The Forbes Success Calendar had this quote:

Action may not always bring happiness; but here is no happiness without action. Benjamin Disraeli

That is sales in a nutshell! If you don't hold your salespeople accountable for action (measurable activity) each day, there won't be any sales happiness. Speaking of some action you can take, ZoomInfo has declared Wednesday, August 26, 2009, Free B2B Intelligence Day. You can have free, unlimited access to their deep intelligence on 45M business people at 5M companies - all day. If you would like to participate in their promotion, click http://go.zoominfo.com/content/2427ZoomInfoDay.

Finally, my guest on Wednesday's edition of Meet the Sales Experts will be Sales Development Expert, Rocky LaGrone.

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  Direct Sales Strategies: Overcoming Initial Resistance- We Just Want the Price

Article Tags: benjamin disraeli, development expert, forbes, free unlimited access, happiness, intelligence, lagrone, logic, nutshell, proof, prospects, recent article, resistance, salespeople, target, value propositions



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Advertisement that sales - Plan your marketing programme. It should include commitment to capital resources. If you run a small business, you aren't likely to have a generous enough advertising budget that will allow you to run costly branding or campaign ads. Every advertisement you run must convey to your prospect a solid offer and attractive reasons to act quickly, and result in increased sales and an enhanced image of your company. Good advertising always pays its own way through increased sales and profits, improved cost-effectiveness, reduced selling costs and shortened selling cycles. A useful formula that will help you increase the effectiveness of your advertising efforts is A-I-D-A, which stands for Attention, Interest, Desire and Action. When creating an advertisement, always remind yourself that it should: (1) capture your prospects' Attention, (2) arouse their Interest in your offer, (3) create their Desire for your product or service, and (4) provide a powerful spur to Action, that is, turn your prospect into buyers. Remember, bad advertising is an unproductive expense, and good advertising is an investment in future profits!
Re: Watch What you Read - I agree. i believe more video's should be like Jeffery Gitomers video's under his Sales rant. They are typically not more than 3 minutes. His model seems to be; 1. Main Message (or Point) 2. Example 3. Next steps to put it into Action take away the extra "blabber" and you've got viewers that will come back.


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